I was reminded of the value that is offered in a workshop that I facilitate called “Values & Behaviors Based Selling” during a coaching call yesterday.
I was discussing how my client might adjust their Behavioral Style to suite that of a client that they were going to be meeting to “list” their home.
My client’s Behavioral Style is “Influencer”.
?ØÄö¬ß People-oriented lack of attention to details
?ØÄö¬ß May over-promise
?ØÄö¬ß May be “too talkative”
?ØÄö¬ß May close too slowly, or not at all
?ØÄö¬ß Wordy, non logical presentation
Their client’s Behavioral Style is “Analytical”.
When an “Influencer” is dealing with an “Analytical”, here are some things to keep in mind;
?ØÄö¬ß Keep your distance
?ØÄö¬ß Do not touch
?ØÄö¬ß Give them the facts, figures and proof
?ØÄö¬ß Do not waste time
?ØÄö¬ß Do not be personal
?ØÄö¬ß Be friendly and direct
?ØÄö¬ß Answer all questions, then close
?ØÄö¬ß Be concerned with details
By comparison, do you see how there will be conflict between these two styles if my client does not adjust their Behavioral Style?
I plan to offer a One-Day Live “Values & Behaviors Based Selling” Workshop, Friday, October 21st 2005 in Vancouver, B.C. – details to follow.